Cyber Risk Has Never Been Higher & Selling Cyber 101 w/ Steve Pascucci VP of Global Sales @ Outtake
The Crew PodcastShow Notes
Steve Pascucci is VP of Global Sales at Outtake, the Series B, AI-native security company building a trust layer for the internet. Backed by CRV and ICONIQ and recently named a Forbes Next Billion-Dollar Startup, Outtake protects the world's most recognizable brands and executives from impersonation and threats across the public internet, social media, and the dark web. Before Outtake, Steve spent nearly a decade at Cloudflare, where he was the first outside sales leader hired, helped build its first sales teams, led the push into enterprise, and then built out the global go-to-market for its Zero Trust product. Earlier in his career he built new hire enablement at govtech company Granicus. He grew up in Port Washington, Long Island, and is now based on the West Coast.
Timestamps: • (00:00) Welcome to the Crew podcast • (03:22) Why CVEs spiked almost 10x • (06:38) Pixel-perfect impersonations at machine speed • (07:58) Tying your deal to a corporate initiative • (10:36) Why security sells through the channel • (15:33) Selling middle out • (16:59) The champion in the corner of the room • (19:30) Creating urgency without ambulance chasing • (22:45) What's working in outbound • (25:07) Lessons from a decade at Cloudflare • (27:51) Why he always took the harder path • (31:44) Leaving Cloudflare for Outtake • (35:17) Hiring red flags and the AI question • (40:52) How the sales team uses AI agents • (42:21) Blocking AI for new hires in month one • (45:07) Enablement that starts with the Magna Carta • (49:14) Budget cycles and convening power • (53:59) Why he admires the number two players • (57:03) Inside the Outtake sales culture
About The Crew Podcast The Crew podcast interviews GTM leaders and investors at top AI startups and early-stage companies.Every week, host Chris Balestras, partner @ Crew, talks to the people actually building go-to-market motions in real time, not in retrospect.
About Crew Crew is a recruiting, investing, & media firm for seed through series D AI-natives & fast-growing SaaS startups.
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